Negotiation and Influencing Skills

Effective problem solving requires negotiation and influencing skills. We all utilize negotiation skills in one form or another every day. For example, on a nightly basis I am asked, "Honey, what do you want for dinner?" Then the negotiations begin, and the fried chicken versus swordfish discussion commences. Simply put, negotiating is working with others to come to an agreement.

Negotiation on projects is necessary in almost every area of the project, from scope definition to budgets, contracts, resource assignments, and more. This might involve one-on-one negotiation or with teams of people, and it can occur many times throughout the project.

Influencing is convincing the other party that swordfish is a better choice than fried chicken, even if fried chicken is what they want. It's also the ability to get things done through others. Influencing requires an understanding of the formal and informal structure of all the organizations involved in the project.

Power and politics are techniques used to influence people to perform. Power is the ability to get people to do things they wouldn't do otherwise. It's also the ability to change minds and the course of events and to influence outcomes.



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